Key Accounts Manager - FMCG - Institutional / HORECA

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About the role:

We are seeking dynamic, result-oriented professionals to join our growing Food Division Sales Team. The positions are for Institutional Sales (cafeterias in Schools, Colleges, etc.) and HORECA Sales. The ideal candidates will have experience in either Modern Trade/Institutional FMCG sales (food division) or HORECA (Hotels, Restaurants, Caterers) FMCG sales (food division), with a deep understanding of the food industry, customer relationship management, and sales execution.

Key Responsibilities - Institutional Sales:

• Develop and manage B2B sales relationships with institutional clients (e.g., schools, colleges, universities, etc.).
• Identify and onboard new institutional customers in alignment with sales targets.
• Conduct product presentations and sampling sessions to drive adoption of product portfolio.
• Coordinate with supply chain and logistics teams to ensure timely delivery and order fulfillment.
• Negotiate pricing, credit terms, and contracts with institutional clients.
• Track and analyze sales data, prepare periodic reports and forecasts.
• Monitor competitor activity and industry trends to inform business strategy.

Key Responsibilities - HORECA Sales:

• Build and nurture relationships with key HORECA clients, including hotels, restaurants, QSRs, and catering services.
• Manage a portfolio of key accounts to maximize sales volume and profitability.
• Develop account-specific strategies to increase product penetration and brand visibility.
• Execute promotional campaigns and menu tie-ups in coordination with marketing teams.
• Regularly visit customer premises to ensure high service levels and identify upselling opportunities.
• Collaborate with distributors and channel partners for order processing and inventory management.
• Resolve customer issues proactively, ensuring a high level of client satisfaction.

Desired Candidate Profile:

• Education - Graduate in any discipline.
• Experience - Minimum 2 years of hands-on experience in FMCG Food Sales.
• Background in either Institutional Sales or HORECA Sales is mandatory.
• Strong negotiation, communication, and interpersonal skills.
• Proven ability to meet and exceed sales targets.
• High level of initiative, accountability, and drive.
• Proficiency in MS Excel, PowerPoint, and CRM tools.
• Familiarity with the Gurugram market will be an added advantage.

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